Relations of Machiavellian Behavior with Sales Performance of Stockbrokers

Abstract

The hypothesis of a relationship between Machiavellian behavior and sales performance of Christie and Geis was tested with a sample of 110 stockbrokers. Scores on a measure called the Machiavellian Behavior scale were positively and significantly correlated with two self-reported measures of sales performance of the stockbrokers. Present results together with those of two earlier studies supported the hypothesis that salespeople with a Machiavellian orientation are likely to be more successful. Analysis of the data also indicated predictive validity and acceptable internal consistency of the Machiavellian Behavior scale. Limitations of the present study and a need for further research are discussed.